robust economy Tagged Articles
Selling In A Gloomy Economy
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What is the difference between selling in a robust economy and selling in a failing economy? A lot. But not what you think.
* Your product is the same
* Your pitch/presentation is the same
* The buyer’s need is the same
What’s different is the decision making process the buyers need to go through. Do they have a problem that needs to be resolved now, and the economy has mitigated the types of solutions they seek? Do they have a problem that can be fixed with a partial, cheaper solution, or with internal resources that can be modified to create a solution? Do they wait until…. until they have some belief that their business won’t be at risk?
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